You're losing 20 percent to 30 percent of the business you could have had by not mastering relentless lead follow-up.

The lie you've been told regarding lead follow-up is that it should be automated. Set aside your mental and emotional attachment to automating lead follow-up, and prioritize your best energies every day around doing the lead follow-up.

You don't need more leads. You need to be better at prequalifying and following up on the leads you have.

How many calls and emails are you getting each week from companies trying to sell you leads? Dozens, right?

One of the traps agents fall into is thinking that they have to spend more and more money on lead sources, when in reality they could increase their business by 30 percent or more just by properly handling the leads they already have.

The key words to remember in lead follow-up are furiously fast. Start implementing our 18 relentless lead follow-up rules and almost instantly make more money consistently.

Here are the first five rules.

1. Relentless lead follow-up means that the goal is to feel like you might be over-communicating with your prospects

The truth is that it’s impossible to do this. What’s the No. 1 complaint, according to a National Association of Realtors survey of closed clients? Lack of communication by the agent.

Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.